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Head of Commercial, Houston
2 weeks ago
Do you want to change the world? Zipline is on a mission to transform the way goods move. Our aim is to solve the world's most urgent and complex access challenges by building, manufacturing and operating the first instant delivery and logistics system that serves all humans equally, wherever they are. From powering Rwanda's national blood delivery network and Ghana's COVID-19 vaccine distribution, to providing on-demand home delivery for Walmart, to enabling healthcare providers to bring care directly to U.S. homes, we are transforming the way things move for businesses, governments and consumers. The technology is complex but the idea is simple: a teleportation service that delivers what you need, when you need it. Using robotics and autonomy, we are decarbonizing delivery, decreasing road congestion, and reducing fossil fuel consumption and air pollution, while providing equitable access to billions of people and building a more resilient global supply chain.
Join Zipline and help us to make good on our promise to build an equitable and more resilient global supply chain for billions of people.
About You and The Role
As Head of Commercial for our newest and fastest-growing metro, Houston, you'll be responsible for growing and scaling the revenue of Zipline's business, net of local-level costs within your purview. You'll be accountable for building and leading the commercial engine that drives the expansion of local partnerships, as well as customer acquisition and retention. This role reports to the Chief Business Officer.
You'll own revenue growth and local profitability end-to-end, building the commercial engine that drives market expansion. This includes developing and scaling strategic partnerships, driving customer acquisition and retention, and managing local economics. Reporting to the Chief Business Officer, you'll build and lead a small, high-impact team focused on execution, accountability, margin, and delivering a best-in-class customer experience.
What You'll Do- Responsible for growing and optimizing metro-wide revenue less local level costs within your purview across all the use cases that Zipline serves - retail, food, healthcare and industrial.
- Accountable for expanding existing partnerships in the metro (for both national and local partners) as well as building new local partners, customer acquisition and retention, and customer satisfaction.
- Responsible for maintaining high customer satisfaction by focusing on customer feedback and driving the organization to address the issues identified.
- Lead local field marketing, customer success and account management teams to ensure operational excellence, strong retention across partners, and customer acquisition and retention
- Build and manage commercial relationships with local decision makers - store managers, franchisee decision makers and local business owners to grow the business
- Collaborate cross-functionally at the local level with Business Operations on community engagement and customer support, and with Maintenance to align on growth targets with delivery capacity and service quality.
- Collaborate closely with central marketing and analytics teams to develop and execute strategies that optimize for the local market while being consistent with Zipline's brand positioning.
- Collaborate closely with the central customer success team to manage account relationships of national partners for both retail and food, launch new local partners and provide a consistent message to the partners.
- Collaborate closely with the central sales/GTM team to sign new partnerships with with regional and local brands
- Forecast and report on commercial performance, including pipeline health and net revenue attainment
- Develop a local ecosystem of partners, suppliers, and institutions that enable long-term platform growth.
- Serve as the external face of Zipline in the region—representing our business with customers, partners, and the public
- Commercial, sales, or business leadership experience, including P&L ownership or revenue accountability
- Proven ability to scale a business or product from launch through growth phase in a regulated or operationally complex environment
- Deep commercial acumen, with the ability to connect market insights, pricing, and customer needs into actionable growth plans
- Exceptional communication and negotiation skills; comfort engaging at all organizational levels
- Entrepreneurial, analytical, and execution-oriented mindset
- Requires the role to be based in the local market
- Must be eligible to work in the US.
Please note that this is a target, starting cash range for a candidate who meets the minimum qualifications for this role. The final cash pay for this role will depend on a variety of factors, including a specific candidate's experience, qualifications, skills, working location, and projected impact. The total compensation package for this role may also include: equity compensation; discretionary annual or performance bonuses; sales incentives; benefits such as medical, dental and vision insurance; paid time off; and more.
Zipline is an equal opportunity employer and prohibits discrimination and harassment of any type without regard to race, color, ancestry, national origin, religion or religious creed, mental or physical disability, medical condition, genetic information, sex (including pregnancy, childbirth, and related medical conditions), sexual orientation, gender identity, gender expression, age, marital status, military or veteran status, citizenship, or other characteristics protected by state, federal or local law or our other policies.
We value diversity at Zipline and welcome applications from those who are traditionally underrepresented in tech. If you like the sound of this position but are not sure if you are the perfect fit, please apply
